how to: medicare sales appointment face to face

Try to engage your prospect and make the call interesting by telling stories as to how they can benefit by purchasing Medicare supplement by phone. Your voice should carry some energy and your facial expression should be just as if you are talking to that person face to face. Try it!

Full Answer

What is the Medicare face-to-face requirement for home health services?

A physician must order Medicare home health services and must certify a patient’s eligibility for the benefit The face-to-face requirement ensures that the orders and certification for home health services are based on a physician’s current knowledge of the patient’s clinical condition

Is it safe to discuss Medicare Advantage at the same appointment?

To stay safe, many compliance experts still advise agents to stick to that cooling-off period whenever possible. If the client wants to go ahead and discuss Medicare Advantage products at the same appointment, the agent can capture the SOA and proceed.

When is a face-to-face visit required for home health care?

•The face -to-face encounter must occur within the 90 days prior to the start of home health care, or within the 30 days after the start of care •In situations when a physician orders home health care for the patient based on a new condition that was not evident during a visit within the 90 days prior to start of care, the

Can I make outbound calls to sell Medicare Advantage?

In general, you can't make outbound calls to sell Medicare Advantage plans. There are a couple of exceptions, like calling existing clients or returning phone calls, but it's mostly off-limits. In order to sell Medicare Advantage over the phone, the obvious hurdle is finding a way to get on the phone with prospects!

What are the three main ways in which Medicare sales occur?

There are three different types of Medicare products sold by agents and brokers: Medicare Supplement plans (Also called Medigap plans), Medicare Advantage plans and Medicare Part D Rx plans.

How hard is it to sell Medicare?

No, it's not hard to sell Medicare Supplements. When you're first starting, it should be easy, because everyone on Medicare needs one. It's just an insurance product. You're not a member – you're a policyholder, and that means a lot to people.

How do you make money selling Medicare?

Generally, insurance agents often earn two types of commissions when selling Medicare plans: A dollar amount per application (Medicare Advantage and prescription drug plans) or a percentage of the premium sold (Medicare Supplements).

What is Medicare scope of appointment?

The Scope of Appointment is a federally required form used to document an appointment between an insurance agent and a Medicare beneficiary to ensure that no other types of products are discussed outside of what the beneficiary originally requested.

Is selling Medicare Worth It?

Is Selling Medicare Lucrative? In short, yes. The average Medicare Advantage policy pays around $287 a year in commission if the purchase replaces an existing plan. However, you can get approximately double that — $573— if you write up a new Medicare Advantage plan for someone who hasn't had one before.

How do I get Medicare clients?

⍟ 14 Ways to Generate Medicare Supplement LeadsBuild & Maintain a Website. ... Social Media Presence. ... Video Marketing. ... Blogging, Writing Articles. ... Email. ... Online Events: Live webinars, podcasts. ... Direct Requests / Client Referrals. ... Lead Swapping Partnerships (Asking other professionals for referrals)More items...

How much do Medicare leads cost?

As mentioned previously, new Medicare Advantage pay $25 for each direct mail lead.

What is street level commission?

Street level commission is the base commission amount paid by the company you work for. This is normally expressed as "base commission" or "street level commission" on the rate sheet you receive from your insurance company or General Agent.

What is the commission on a Medicare Advantage Plan?

A recent report indicates that first-year commissions for enrollments in Medigap are approximately 20 percent of annual premiums, but they can vary based on the state or plan type. The commission for subsequent years (i.e., the renewal commission) is set at 10 percent of the premium.

What is a scope of sales appointment confirmation form?

The Scope of Appointment form is used to document an in-person appointment with a beneficiary to ensure that no other types of products are discussed outside of what the beneficiary originally requested.

When should a scope of appointment be submitted?

The scope of appointment form is required under the following circumstances: o In-home sales appointments or personal/individual appointments with an existing member/client in office, coffee shop or other similar location; o For appointments with new members / clients (not existing members / clients); and/or o When a ...

Do you need a scope of appointment for existing clients?

When do you need a Scope of Appointment? The Scope of Appointment form is necessary when the insurance agent is meeting in person with a new, current, or prospective beneficiary. The Scope of Appointment form works in conjunction with the sales of insurance plans and helps to keep you safe from pushy salespeople.

What happens if a home health patient dies before the face-to-face encounter occurs?

If a home health patient dies shortly after admission before the face-to-face encounter occurs, if the contractor determines a good faith effort existed on the part of the HHA to facilitate/coordinate the encounter and if all other certification requirements are met, the certification is deemed to be complete.

What documentation must include the date when the physician or allowed NPP saw the patient?

The documentation must include the date when the physician or allowed NPP saw the patient, and a brief narrative composed by the certifying physician who describes how the patient’s clinical condition as seen during that encounter supports the patient’s homebound status and need for skilled services .

Is it legal to hold a Medicare event?

Holding Medicare educational events or Medicare sales events during the COVID pandemic is a legal and ethical grey area. A decision like this depends on a lot of factors, including your health, whether or not your state or county has any active lockdown or gathering restrictions, what any restrictions are (if they exist) and if you and potential attendees could follow them, what the health of your state and county looks like, as well as if your carrier is even allowing in-person member events to continue at this time.

Does Medicare offer telehealth?

Some Medicare carriers previously offered telehealth services (i.e., ones with rural service areas), but now, many more have them in their benefit packages after President Trump made an emergency declaration allowing CMS to expand Medicare telehealth! In fact, most carriers have waived cost-sharing for phone or video telehealth visits with medical professionals for their members (if not indefinitely, at least for a limited amount of time). If you’ve never really prepared to discuss telehealth coverage during AEP, there’s seriously no time like the present! Many carriers have telehealth resources and offer agent trainings on these benefits. It’s a great idea to familiarize yourself with these before the AEP starts, since they’re in demand right now.

What is scope of appointment?

The scope of the appointment is limited to what you requested when arranging the appointment. Agents may represent Part D, Medicare Advantage, and Medigap plans, but they should only present information about the products you are interested in. You must complete a scope of appointment form before your appointment.

Can an agent call you and record your responses?

The plan or agent may send you a scope of appointment form that you must fill out and return, or the plan may call you and record your responses. Remember, agents should not discuss anything during your appointment that is not in the scope of the appointment form, unless you ask.

How long does Medicare store scope of appointment?

Also, MedicareCENTER will store the scope of appointment indefinitely, so you can be sure you have it on file for the required 10 years. If you're selling Medicare Advantage over the phone, you cannot skip the scope of appointment. Utilize the handy or email or text feature and you'll be done in less than 3 minutes!

How to become a Medicare guru?

Here are your basic steps: Establish yourself as a Medicare guru in your community. Develop a marketing plan to ensure prospects are calling you (since you can't call them). Offer Medicare Advantage to your existing client base. Send a scope of appointment (SOA) using MedicareCENTER.

How to start marketing specific plans?

The easiest way to start marketing specific plans or carriers is to go to the carrier's agent portal and select a piece they've created.

Can you make outbound calls to sell Medicare Advantage?

How to Get Prospects to Call You. In general, you can't make outbound calls to sell Medicare Advantage plans. There are a couple of exceptions, like calling existing clients or returning phone calls, but it's mostly off-limits. In order to sell Medicare Advantage over the phone, the obvious hurdle is finding a way to get on the phone with prospects!

Can you call a non-Medicare enrollee?

You can call current enrollees, including those in non-Medicare products, to discuss plan business. You can return phone calls or messages. You can call when you get permission, such as from a business reply card or an email requesting a return call. You can't make unsolicited phone calls to prospective enrollees.

Can you make unsolicited calls to Medicare?

You can't make unsolicited phone calls to prospective enrollees. You can't call about other business as a way to generate Medicare leads (bait and switch). You can't call referrals – the referred person needs to call you.

Is a marketing piece not a carrier?

Any marketing pieces not mentioning a specific plan or carrier are typically categorized as communications – not marketing. These must adhere to the CMS language guidelines, but they don't need approval from CMS. We have developed a library of pieces you can utilize that adhere to the CMS guidelines.

What are the benefits of Medicare?

There are some benefits your Medicare benefits won’t pay for you to have. If you choose to get them, you’ll pay the full cost on your own. These services include: 1 24-hour care 2 Homemaker services like cleaning, shopping, or laundry 3 Delivered meals 4 Personal or custodial care like dressing, bathing, and bathroom assistance

Does Medicare pay for social services?

Social Services – As long as your doctor thinks you need these services to address your emotional and social concerns, Medicare will pay for social services. This service includes helping you find community-based services or counseling.

Does Medicare cover house calls?

Many people wonder if Medicare benefits cover house calls, and the short answer is yes and no. Medicare did test a house calls program, but it was only in select states for a five-year test. At the end of the five years, they found that house calls did save Medicare money, but doctors would see less than 10 patients a day because ...

Does Medicare cover durable medical equipment?

Medicare may also cover the cost of durable medical equipment, up to 80%. If your home care agency can’t give you the durable medical equipment, they’ll usually arrange for it through a third-party supplier. The supplier must participate in Medicare and accept assignment.

Can you enroll in a plan through a phone call?

You can only complete a telephone enrollment during an inbound call from a beneficiary. A beneficiary may initially call for plan information and then request to enroll, at which time you must confirm if the individual wants to proceed with enrollment.

Can you transfer a Medicare beneficiary to an inbound phone line?

Additionally, you can’t transfer the beneficiary to an inbound telephone line to complete the enrollment. In this situation, you can let the beneficiary know that Medicare only allows telephone enrollments via inbound calls. You can ask the beneficiary to call you. Another option is to set up a face-to-face meeting to provide application assistance.

Can Medicare enroll over the phone?

Medicare beneficiaries may request to enroll in a plan over the phone when they make a call to you or during an outbound call from you. Depending on who initiated the call, your telephone enrollment activities are limited (MMG, Sections 80.2 and 80.3 ). There are different requirements for telephone contact, sales scripts, and sales activities.